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Pricing & deals
The deal desk
A review point for non-standard deals — discounts above a threshold, unusual terms, custom contracts — so pricing discipline holds without slowing every deal.
Owned by: Sales ops managerTest band: Sales ops manager
In practice
Set the thresholds so 80% of deals never need review. A deal desk that touches everything is a bottleneck; one that touches nothing is a rubber stamp.
The kind of thing the test asks
- The deal desk reviews 70% of deals. The likely effect is…
More in pricing & deals
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